Name: Adriana Cabanas_

Date: 10/05/2016_
Plan Rubric

Case: The Bullard Houses_

Background Information
1. What is your role? What are key pieces of background information about your role?
I am the buyer. I am a fast-track lawyer in Gotham City representing Absentia, Ltd. a
Liechtenstein corporation owned by a Bahamanian blind trust. My undisclosed principal is the
Conrad Milton Hotel group, operates 83 luxury hotels worldwide, for this reason they want me to
keep their secret identity.
2. What is the others / others role? What are key pieces of background information about their
role(s)?
The other role is the seller, which is Downtown Co. It is a corporation that was formed eight
years ago by seven of James Bullards descendants, for the purpose of saving the houses from
destruction. They want to sell the residence as soon as possible. They want to maintain it like that,
no changes for commercial purposes.
3. What information about the situation is important to note?
Downtown is eager to sell the property, and has several offers on the table. One offer proposes to
convert the Houses into apartments, another into townhouses, and a third into a sophisticated
marketplace. It is important that I do not give any indication that my intention is to convert the
houses into a hotel. The price of this site will rise dramatically if they know the hotels plans
become public. Downtown is looking to make a solid profit, in order to offset their high costs of
holding the property. Both sides must take into consideration financial needs, tax implications,
personal interests, and future dealings with the city Zoning Board.
4. Why is the negotiation happening?
The negotiation is happening because the Houses, occupied for decades by the citys wealthy
elite, have fallen into disrepair and are currently occupied only by a few low-income families.
The Gothic Landmark Commission has prevented downtown Realty from demolishing the
Houses. Consequently, Downtown is eager to sell the property, and has several offers on the table.

Total:

/5

Issues & Interests

1. In the table below, identify each issue up for negotiation, your interest with regard to each
issue, and what you surmise the others interest to be with regard to each issue.
Issue
Your Interest
Their Interest
The price that my client,
No more than $27.3 million
They want to sell it to the best
Absentia Ltd., would be
option without exceeding their
willing to pay
reservation point
Asking questions and
Maintain confidentiality
They would want to know what the
discovering my clients
buyer is up to after the purchase
intentions for the property
during the negotiation
Not getting approval from
Continuing with the project of
Concerned with their reputation
the zoning board and
making the residence a Milton
during this sale
landmark commission
Hotel
World Plaza site expires in Get to an agreement on the general
Sell it to the buyer who will make
5 days
terms almost immediately
their best outcome

Total:

/8
Strategy

1. What is your BATNA? Why is that your BATNA?

My BATNA will be $20 million. Milton is going to be spending a lot of money to develop a hotel,
and will not pay a high amount for the property on which to build. I believe this is a relatively
strong BATNA, and will give me an advantage in the negotiation.
2. In the table below, for each issue, identify your target point & reservation point, and why those
are your target / reservation points.
Issue
Blocking of the necessary
zoning changes, since
Milton has not interest in
any other project, it would
probably be a loss, so 10%
reduction of minimum bid
Total:

/ 12

Total:

/ 25

Target
$20 million
Attempting to create a larger
bargaining zone for the negotiation
to take place in

Reservation
$24 million
This will create more distance
between the target point and
resistance point, and the desired
result will be a settlement point that
lies closer to the target